Attorney Business Development Plan

What matters are the results, in short, the numbers.

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Grey B’s examiner analytics tool is one complete package that could help you set apart from the rest. Get in touch and we’ll get back to you with a link to a demo of the Examiner Analytics tool at work.

Pay-per-click advertising (PPC) for law firms can really pay off for lead generation, but only if you know what you’re doing.

The holistic view of your/your firm’s patent filing experience in different technology areas could help you in making informed decisions.

You can find out the saturated areas and areas that are unexplored – where the development process could be carried out. Consider the below visual that depicts a firm’s patent filing experience in various domains and distribution of clients for the same. The other technology areas have a glut of clients, and additional business development activities in those areas could entangle you in a complicated mess of Conflict of Interest (COI) issues.

You would notice that while the firm has been filing a large number of patents in few domains (owing to the higher number of clients), few technology domains are being neglected and have a very low number of patent filings. Hence, the best way to avoid compromising your relationship with your existing clients, and also avoid COI issues would be to steer clear of those technology domains altogether.

These areas with ‘limited’ clientele’ indicate an OPPORTUNITY lying ahead to add new clients to your clientele. You don’t run a similar risk in the opportunity areas, given the limited clientele in the same.In addition, you need to name your landing page URL properly.Having a landing page URL that reinforces your ad promise and keywords will help your ad’s quality score (we’ll get to quality score in tip #2.The first step in the Business development process is to find out where you stand – The technology domains and art units where you/your firm have filed a majority of patents.Once done, you could identify various opportunities you can follow from your current position.Shoot a video of yourself (yes, you can use your phone) explaining what their first visit to your office will entail or talk about what your firm does, focusing on what differentiates you from other firms.Testimonials from former clients, video or written, add credibility and are recommended.However, for most patent prosecution attorneys, whose career has mostly revolved around drafting/ filing applications and responding to USPTO examiners, being asked to perform BD for new opportunities would be like groping around in the dark for a light switch, in a room s/he is entering for the first time. Well, in the age of data and analytics, making a business development plan is not as difficult as it seems. Disclaimer: This might be a rather unconventional method compared to the traditional BD methods followed by law firms.You can use simple analytics to identify and attract potential leads and even convert them. However, you didn’t get here to learn about a traditional method in the first place, so let’s get started.In any business, a winner always has a differentiator that sets him apart from the crowd.That differentiator could be a strategy, a tool, their experience, or the like.

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